Job Description

Locations

• Burlington-Massachusetts-United States of America

Salary

Required Qualifications

• You're a quota-focused technical seller who earns trust with hyperscaler engineers by speaking their language. You know heat transfer, you know data centers, and you know how to move a deal from design win to mass production. (experience)
• Required Education: Bachelor’s, Masters, or PhD in Mechanical Engineering, Thermal Engineering, or a related technical field. (degree in phd in mechanical engineering)
• Required Education: Bachelor’s, Masters, or PhD in Mechanical Engineering, Thermal Engineering, or a related technical field. (degree in phd in mechanical engineering)
• Experience: A minimum of 3 years of successful technical sales experience specifically within the Hyperscale or Large-Scale Data Center segments. (experience, 3 years)
• Experience: A minimum of 3 years of successful technical sales experience specifically within the Hyperscale or Large-Scale Data Center segments. (experience, 3 years)
• Technical Literacy: Strong understanding of heat transfer and fluid dynamics fundamentals, and data center cooling loops (CDUs, secondary loops). (experience)
• Technical Literacy: Strong understanding of heat transfer and fluid dynamics fundamentals, and data center cooling loops (CDUs, secondary loops). (experience)
• Communication: Ability to bridge the gap between deep-dive thermal engineering discussions and executive-level ROI presentations. (experience)
• Communication: Ability to bridge the gap between deep-dive thermal engineering discussions and executive-level ROI presentations. (experience)

Preferred Qualifications

• Specialized Knowledge: Proven track record selling Direct Liquid Cooling (DLC) or complex thermal management systems to the Hyperscale/HPC segment. (experience)
• Specialized Knowledge: Proven track record selling Direct Liquid Cooling (DLC) or complex thermal management systems to the Hyperscale/HPC segment. (experience)
• Market Network: Existing high-level relationships within the "Big Six" Hyperscalers (experience)
• Market Network: Existing high-level relationships within the "Big Six" Hyperscalers (experience)
• Advanced Experience: 5+ years in the Data Center thermal management space with a focus on liquid-to-chip technology. (experience, 5 years)
• Advanced Experience: 5+ years in the Data Center thermal management space with a focus on liquid-to-chip technology. (experience, 5 years)
• SALARY RANGE: $100,000 - $140,000 annually (Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data.) This role offers a competitive Sales Commission Plan that will take into account project and annual margin. This position includes a competitive benefits package. For details, please visit the Employee Benefits tab on our main careers page at https://www.johnsoncontrols.com/careers. (experience)

Responsibilities

• Under general direction, you are responsible for the sale of Stack Forging Thermal Solutions Direct Liquid Cooling (DLC) products to the Hyperscaler market segment. You will position Johnson Controls as the primary thermal partner for massive-scale AI clusters and high-density compute deployments. This is a quota carrying role.
• Execute the Sales Process: Cultivate and manage long-term relationships within the Hyperscaler ecosystem (Google, AWS, Meta, MSFT, etc.), seeking out and closing large-scale production opportunities for Stack Forging Thermal Solutions products.
• Execute the Sales Process: Cultivate and manage long-term relationships within the Hyperscaler ecosystem (Google, AWS, Meta, MSFT, etc.), seeking out and closing large-scale production opportunities for Stack Forging Thermal Solutions products.
• Technical Advisory: Support Hyperscaler product architects and thermal engineers in integrating Stack Forging Thermal Solutions technology into custom rack designs to achieve industry-leading PUE (Power Usage Effectiveness).
• Technical Advisory: Support Hyperscaler product architects and thermal engineers in integrating Stack Forging Thermal Solutions technology into custom rack designs to achieve industry-leading PUE (Power Usage Effectiveness).
• Define Solution Requirements: Work with customers and prospects to collect performance and solution requirements and communicate these to Solutions Delivery and Product teams internally
• Define Solution Requirements: Work with customers and prospects to collect performance and solution requirements and communicate these to Solutions Delivery and Product teams internally
• Pipeline Management: Maintain an accurate pipeline focused on the deployment of JCI technology into liquid-cooled "mega-facilities."
• Pipeline Management: Maintain an accurate pipeline focused on the deployment of JCI technology into liquid-cooled "mega-facilities."
• Technical Leadership: Act as a trusted advisor to Hyperscaler engineering teams, validating that our solutions deliver the thermal performance required for next-gen silicon.
• Technical Leadership: Act as a trusted advisor to Hyperscaler engineering teams, validating that our solutions deliver the thermal performance required for next-gen silicon.
• Cross-Functional Collaboration: Partner with Business Development and Solutions Delivery to ensure seamless deployment across global regions.
• Cross-Functional Collaboration: Partner with Business Development and Solutions Delivery to ensure seamless deployment across global regions.
• Strategic Negotiation: Support the negotiation of high-volume purchase agreements and Master Service Agreements (MSAs) for mass production.
• Strategic Negotiation: Support the negotiation of high-volume purchase agreements and Master Service Agreements (MSAs) for mass production.
• *Responsibilities are subject to change based on shifting business needs
• Persuasive Selling: Confidently articulate the total cost of ownership (TCO) and performance advantages of Stack Forging Thermal Solution’s DLC offerings at the rack and facility level.
• Persuasive Selling: Confidently articulate the total cost of ownership (TCO) and performance advantages of Stack Forging Thermal Solution’s DLC offerings at the rack and facility level.
• Relationship Building: Proactively address Hyperscaler concerns regarding rising TDP (Thermal Design Power) and the physical constraints of traditional data center cooling.
• Relationship Building: Proactively address Hyperscaler concerns regarding rising TDP (Thermal Design Power) and the physical constraints of traditional data center cooling.
• Strategic Targeting: Navigate complex Hyperscale organizations to identify key decision-makers in infrastructure procurement and hardware engineering.
• Strategic Targeting: Navigate complex Hyperscale organizations to identify key decision-makers in infrastructure procurement and hardware engineering.
• Solution Linking: Align Stack Forging Thermal Solution’s efficiency with customer ESG goals, specifically targeting net-zero water and energy consumption targets.
• Solution Linking: Align Stack Forging Thermal Solution’s efficiency with customer ESG goals, specifically targeting net-zero water and energy consumption targets.
• Advocacy: Act as the customer’s voice internally to ensure Stack Forging Thermal Solutions products are aligned with the unique power and space constraints of Hyperscale environments.
• Advocacy: Act as the customer’s voice internally to ensure Stack Forging Thermal Solutions products are aligned with the unique power and space constraints of Hyperscale environments.

Benefits

• general: Competitive salary
• general: Paid vacation/holidays/sick time
• general: Comprehensive benefits package including 401K, medical, dental, and vision care.
• general: On-the-job/cross-training opportunities
• general: Encouraging and collaborative team environment
• general: Dedication to safety through our Zero Harm policy
• general: Competitive salary
• general: Paid vacation/holidays/sick time
• general: Comprehensive benefits package including 401K, medical, dental, and vision care.
• general: On-the-job/cross-training opportunities
• general: Encouraging and collaborative team environment
• general: Dedication to safety through our Zero Harm policy
• general: Thermal constraints limit AI infrastructure, semiconductor equipment, power electronics, and defense systems. JCI removes those constraints. Enabled by the Stack Forging™ process, JCI produces high-performance thermal components and cooling loop solutions — purpose-built for direct integration into AI, HPC, and mission-critical systems. JCI has built the industry's leading thermal management platform for the applications that demand it most.
• general: As a Builder on the Stack Forging Thermal Solutions team at Johnson Controls, you'll join a team of sleeve-rollers who set a high bar for themselves and their co-workers. We foster a collaborative culture with no silos, where everyone is encouraged to think out loud. If you are passionate about your craft and don't give up until you've found a way, you will make an ideal Builder!
• general: This role can be either remote or on-site at our Burlington, MA office.
• general: Competitive salary
• general: Competitive salary
• general: Paid vacation/holidays/sick time
• general: Paid vacation/holidays/sick time
• general: Comprehensive benefits package including 401K, medical, dental, and vision care.
• general: Comprehensive benefits package including 401K, medical, dental, and vision care.
• general: On-the-job/cross-training opportunities
• general: On-the-job/cross-training opportunities
• general: Encouraging and collaborative team environment
• general: Encouraging and collaborative team environment
• general: Dedication to safety through our Zero Harm policy
• general: Dedication to safety through our Zero Harm policy

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